Problem Statement: A Global private bank is aggressively looking to leverage technology to improve customer experience and reduce operational costs. Over the last few years, it has tied up with at least five startups offering technological innovations in the financial domain. It has acquired companies to facilitate easy payments for the customers, ease out their loan application process, among others. The bank is looking for other such acquisitions to maintain a competitive edge, as indicated in the news snippet below. "Our recent acquisition of XYZ is a strategic fit and in line with our aim of improving efficiency while focussing on improving customer experience. Payment is core to our business and acquisition of XYZ improves our customer stickiness as they can make any payment on a single click now. We strongly believe digital banking is the future and there are many such small companies who are offering tech solutions through which we can derive potential synergies" The bank has been identified as a lead by business development team. None of the executives from the bank have registered on the Tracxn platform yet. They may or may not be aware of Tracxn platform and the services it offers. You are a part of the Business Development team at Tracxn and this bank has been allocated to you as a prospect client. You need to reach out to the bank representative and make him/her understand what Tracxn offers, asking him to come for a demo and take a paid subscription of the Tracxn platform

Profiles of Key Executives

Brian Campbell CEO Work Ex: 32 years (Ex President- Global Wealth, Merrill Lynch; Ex CFO, Wells Fargo) Education: MBA (Yale School of Management)

Peter Drucker Senior Vice President - Corporate Mergers & Acquisitions Work Ex: 28 Years (Ex SVP - M&A, Pepsico; Ex Strategic Partner, Trium Group) Education: MBA (Loyola University, Chicago)

Margaret Bargon Senior Manager - Corporate Mergers & Acquisitions Work Ex: 12 Years (ex Consultant - M&A, Deloitte) Education: MBA (University of California, Berkeley)

Ashley Judd Associate - Corporate Mergers & Acquisitions Work Ex: 6 Years (Ex Associate - E&Y) Education: B.Sc. (Buffalo State College)

Tracxn is a market intelligence platform for private market investing and corporate development. It offers a SaaS platform used by VCs, PEs, and corporates globally. The platform tracks over 500+ sectors across Enterprise, Consumer Digital, FinTech, HealthTech, EdTech and more. Some of the prominent features that Tracxn platform provides include:

Features offered by Tracxn

Startup Database: Startup database provides list of startups in different Sectors and geographies globally. Clients can analyse startups using various filters such as Sector, Geography, Company Stage, Founded Year, etc.

Sector Report: Sector reports provide broad outlook on the sector including sector description, interesting business models, investment trends, major investors and news around the sector.

Competitor Analysis: Tracxn helps identify list of all competitors and similar companies operating in similar space across the globe for any given company.

Investor Database: Tracxn provides a comprehensive list of investors in different sectors along with their current portfolio. These investors include VCs, PEs, Corporate VCs, angel investors among others.

Daily Newsletter: Tracxn offer a daily newsletter on all the 500+ sectors covered to its clients. These newsletters cover interesting news on key investments, acquisitions, new Unicorns, etc.

Company Financials and Valuations: Tracxn provides financials of companies covered on the platform. It contain Income statement, Balance sheet and Cash Flow statement of each of the companies. Tracxn also provides valuation of each company covered on the platform.

Go through the Problem statement and Profiles of key executives (in the last two pages) and answer the questions below

1. Identify three key features from Tracxn platform that would be relevant for the client a. Pick features from the list provided in the solved case b. Provide reasoning on why you think any lead from the bank would be interested in these features

2. Identify the Lead to whom you are going to send the email to sell your product a. Choose only one executive from the ones listed in the case b. Provide reasons as to why you think sending mail to this Lead would be helpful compared to others

3. Listed below are a few recent news headlines related to the bank. In the case's context, pick the one which you can use in an outbound mail to the lead. Explain the reason for choosing that news headline.

a. Bank is increasingly looking to move towards stable areas like consumer lending which means better offers on home and personal loans

b. Bank is ditching near-term plans to launch a trading platform for its customers. It is instead planning to improve customer experience in current offerings.

c. Bank's partnership with tech giant ABC leads to better experience for its customers during online payments but reports of disagreement between the two pose a question mark on the future.

4. Draft an email for the Lead explaining Tracxn's value proposition. A good email should have the following attributes Refer guidelines for details:Subject, Hook, Problem, Solution, Call to Action

A good email should have following attributes:

Subject: Should entice the Lead to open the mail

Hook: Attracts Lead's interest and make him want to read the rest of the mail

Problem: Describes which problem or requirement of the Lead are you addressing

Solution: Explain how Tracxn platform can help solve this problem

Call to Action: prompts the Lead to take some action to avail the solution proposed above